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Aussie Air
Description
Aussie Air is a quantifiable, 5-party multi-issue, quantified with points, negotiation exercise modeled on the Macquarie Bank-led consortium’s takeover attempt of Qantas Airlines. The purpose of the exercise is to demonstrate how negotiations are influenced by social context: new information, changing interests, and shifting coalitions. In order to simulate these social context effects the exercise is divided into three general meetings of all the parties broken up by 2 private or small group conferences. Webinar available! See also: Harborco, Mouse, Oceanwide Shipping
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Back Office Cooperative
Description
Bryan Preston, CEO of the Back Office Cooperative, leads several large human service providers through the process of building a shared-services platform to leverage scale and efficiencies. This successful collaboration matches the business case for restructuring against the constraints of mission-driven enterprises. The case seeks to demonstrate how collaboration, scalability, and leadership interact in a nonprofit organization to produce desirable outcomes from which other organizations, leaders, and resource providers might learn.
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Bamara Border Dispute
Description
This is a two-team, multi-issue negotiation between representatives of two fictional countries regarding a disputed border and a military stand-off. This simulation provides a good vehicle for experimenting with different negotiating strategies. There are a fair number of interests with varying intensities, some shared, some dove-tailing, and others conflicting. Options for joint gain are plentiful. Note: This is a 3-on-3 team negotiation. Each team of three receives the same role (country) information but adopts one of three positions (State, Treasury, Defense) representing their country.
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B
BioPharm-Seltek Negotiation
Description
BioPharm-Seltek is a distributive negotiation over the sale of a manufacturing facility that produces genetically engineered compounds. Negotiators are given information about the costs of their alternatives, but have to determine aspirations, reservation prices, and opening offers themselves. See also: Buying a House, Coffee Contract, Energetics Meets Generex, GI Fix, Sugar Bowl
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BioPharm-Seltek Negotiation - Spanish version
Description
BioPharm-Seltek is a distributive negotiation over the sale of a manufacturing facility that produces genetically engineered compounds. Negotiators are given information about the costs of their alternatives, but have to determine aspirations, reservation prices, and opening offers themselves.
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B
Blue Buggy
Description
This is a two-party deal making exercise with a negative bargaining zone. Nevertheless 15% - 20% of negotiators reach agreement illustrating irrationality and agreement biases. Another 15% - 20% generate creative agreements that illustrate the limitations of the frames and assumptions negotiators bring to the table.
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Blue Buggy (2019)
Description
This is a two-party deal making exercise with a negative bargaining zone. Nevertheless 15% - 20% of negotiators reach agreement illustrating irrationality and agreement biases. Another 15% - 20% generate creative agreements that illustrate the limitations of the frames and assumptions negotiators bring to the table. Please note: Information in the roles has been updated, but the prices remain the same.
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B
Book Contract
Description
This two-party, single-issue, distributive negotiation is between a publisher and a literary agent over the advance payment for the agent's unpublished but very promising client. This exercise is an excellent vehicle for comparing principled negotiation and positional bargaining. Since the case does have a strong competitive element, there is ample opportunity to explore techniques for indirectly and directly extracting information from the other side. Likewise, techniques of protecting oneself from “giving up” the possibility for gains that were unforeseen can be explored and discussed.
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B
Bradford Development
Description
This is a two-party, single-issue distributive negotiation over a linkage payment that a developer must make to a city government. Pre-negotiation analysis should include a realistic appraisal of one’s BATNA as well as that of the other party. Making an offer before exploring the other side’s interests could anchor the bidding too high or too low, thereby minimizing one’s own potential gains. Also covered is the importance of not misrepresenting one's interests when the negotiating parties are involved in an ongoing relationship.
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Bradshaw Foundation
Description
The Bradshaw Foundation is an excellent exercise for raising issues of ethics and representation in negotiation. It is a one-on-one, qualitative negotiation between two parties over the location of an art collection. It emphasizes the role of understanding interests, lying, misrepresentation, and trust. Webinar available!